January 24, 2021  
 
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Selling to Niche Markets

 

Selling to Commercial Air Conditioning Service and Repair Businesses

Many commercial air conditioning service and repair businesses present possibilities for business sellers to earn profits. To dominate in the commercial air conditioning service and repair business industry, you'll need to pay attention to the basics.

In the current B2B sales environment, even small mistakes affect your company's bottom line and impede your selling success.
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These days, initiative and strategy are two things that never go out of style especially for companies that sell to commercial air conditioning service and repair businesses.

Marketing, Promotions & PR

Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with commercial air conditioning service and repair business owners, these companies blanket the market with high-priced marketing content in hopes of gaining quick momentum with buyers.

Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can equip your sales force with targeted prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.

How to Evaluate Sales Staff

Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may suffice for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to commercial air conditioning service and repair businesses.

Casting a Broad Net

The first step in selling to commercial air conditioning service and repair businesses is to cast a broad net. Strategies that are isolated to the local market are not likely to succeed in an environment that makes effective of remote, technology-based selling tools.

Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.

More Info on Selling

Given your interest in selling and in commercial air conditioning service and repair businesses, you might find these additional resources to be of interest.

Mailing Lists for Commercial Air Conditioning Service and Repair Businesses

Creating a Sales Prospecting Plan

Cold Call Tips

Closing a Sale


Conversation Board

The learning process for selling to commercial air conditioning service and repair businesses is never-ending. Send us your comments and questions, and let's continue the conversation!


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Do You Own a Commercial Air Conditioning Service & Repair Business?

If you have an existing commercial air conditioning service and repair business, you are in the wrong spot. These resources will come in handy:

Marketing a Commercial Air Conditioning Service and Repair Business

Selling a Commercial Air Conditioning Service and Repair Business

Want to Start a Commercial Air Conditioning Service & Repair Business?

If you want to start a commercial air conditioning service and repair business, we have some better resources for you:

Starting a Commercial Air Conditioning Service & Repair Business

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